Blog Articles

Discovery Resistance b2b discovery resistance mike bosworth solution selling

by Mike Bosworth

A frustrated VP of Sales. 

At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients.  He was the VP of Sales of an enterprise B2B salesforce of 200 reps. He was selling highly  complex software as a service application to...

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Facilitating the B2B Buyer Journey buyers journey mike bosworth

By Mike Bosworth 

Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some  career time as salespeople. There are over 4000 colleges and universities in the United States.  Among them, only about 200 have more than two courses in selling or...

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Integrating Customer Enablement Marketing with Sales customer enablement marketing with sales mike bosworth storyseekers

When meeting Sales Executives of companies with offerings to improve enterprise
productivity (Sales/marketing automation, CRM, etc.), I often ask: "What contribution
does marketing make to enable your salespeople to have business conversations with
decision-makers who have a high probability of...

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